Open Access Journal
    • INTERNATIONAL CONFERENCE ON HUMANITIES, LITERATURE AND ECONOMICS (ICHLE 2014) Jan. 1-2, 2014 Bangkok (Thailand) Bangkok, Thailand
    • 2014 3rd International Conference on Climate Change and Humanity - ICCCH 2014 Melbourne, Australia
    • 2014 ISIS MIAMI BEACH INTERNATIONAL MULTIDISCIPLINARY ACADEMIC CONFERENCE - Promoting Global Progress and Excellence in Academia MIAMI BEACH, United States of America
    • 2014 3rd International Conference on Economics Marketing and Management - ICEMM 2014 Toronto, Canada
    • IACD-2014 (Dubai) International Academic Conference Dubai, United Arab Emirates
    • Hot Legal Issues In Higher Ed: Understanding Laws, Rules & Regulations for College Administrators online, United States of America
    • Association of Proposal Management Professionals
    • Corporate Portfolio Management Association
    • Destination Marketing Association International
    • International Association for Business and Society
    • International Association of Assembly Managers
    • Professional Convention Management Association
    • Religious Conference Management Association
    • Society of Inventory Management Benchmarking Association
    • Society of Government Meeting Professionals

 

© International Journal of Management, Economics and Social Sciences
2014, Vol. 3(2), pp. 100 – 121.
ISSN 2304 – 1366
http://www.ijmess.com

 

Does Customer Trust Play a Mediating Role Between Salesperson Competence and Performance?

 

Dong-Jenn Yang
Dept. of Business Administration, I-Shou University, Kaohsiung, Taiwan

Meng J. Wu
College of Continuing Education, Chang Jung Christian University, Tainan, Taiwan

 

The questions of what competence constitutes in salesperson performance and why it does matter are important issue of marketing and sales management. This study examined the importance of competence in a salesperson's performance and the mechanism underlying the relationship between competence and performance. We used multiple sources to collect data from 165 sales agents working in a life insurance company and 338 customers at two time points. The results demonstrated that the mediation of the effect of social and professional competence on objective salesperson performance differed depending on affective trust and cognitive trust.


Keywords: Social competence, professional competence, cognitive trust, affective trust, salesperson performance
JEL: M31, M37

 



Back

HomeScopePolicyPress RoomContact Us

Copyrights © 2012-2015 IJMESS® Int'l. (All Rights Reserved)
.